3. What does it mean for salespeople to establish customer relationships that are outcome-based
rather than transaction-based? Give an example from an industry other than Schneider’s industry.
(10 points)
In the video game industry a game development studio can establish an outcome-based
relationship with a gaming platform. Instead of simply selling a game to the platform, the studio
collaborates with the platform to ensure the game’s success and engagement among players.
For example, consider a game development studio (insert a name) creating a multi-player online
game. The studio collaborates with a gaming platform to launch the game. Instead of just
delivering the game and concluding the transaction the studio’s sales team engages in an
outcome based relationship with the platform.
The sales team conducts extensive market research and player behavior analysis to understand
the preferences and interest of the gaming community. Following that research the studio can
customize the game features, graphics and gameplay mechanics to align with the target
audience's expectation, ensuring a highly engaging gaming experience.
By focusing on the
outcome that is the game’s sustained popularity and player engagement the sales people can
ensure that the game continues to thrive on the platform. They can also monitor feedback,
analyze game play metrics and make data-driven decisions to enhance the overall gaming
experience.
